Jaspersoft (purchased by Tibco) is a commercial open source business intelligence software provider that operates on a subscription-based revenue model. As of April 2012, 85% of the pipeline was sourced by marketing; there was no service level agreement between sales and marketing, and lead flow was highly unpredictable.
DemandGen helped revamp its process, implementing a new funnel model, lead scoring, capacity-based lead assignment, service-level agreements and lead recycling. Following the process update, Jaspersoft earned an ROI Award at the SiriusDecisions Summit 2014.
